I think jeds, advice is really good! I also suggest the book millionaire agent to anyone who will listen! It really helps set a sound foundation for your business. Personally, I get listings several ways, 1. Past clients and sphere, 2. Expireds, I send letters for several weeks and call, (although I am very selective, does no good to have over priced listings!) 3. Notice of default letters, again being very selective. I would suggest the old fashioned way of making a list of everyone you know, from your old job, family, friends church, clubs etc.. put it all together, and then start by calling or mailing a hand written note ,w/business cards, and let them know you are selling real estate and any referrals they could send your way would really help you in your new business. If you have already done this, say after a month do it again, or send them out your companies new listings... Next, if you have an agent selling reo's in your office, I would ask them if you could do an open house in them, I would suggest as jed mentioned that you know your market really well, only have an open house @ the best houses with the lowest prices! usually neighbors will come over etc and you can make a connection with them. if you don't have a software program yet that you can keep all your contacts in, check out top producer 7i or 8i, it will keep all your prospective sellers and buyers out of your head! you can email or send letters with this very cool system. This way you can keep a note when the last time was that you spoke to them etc. You should contact everyone on your list by mail and phone, watch the list grow>>> I hope this helps and I wish you luck!
Leanne

Sun May 4 2008, 07:07

Marci,

Just a couple of suggestions.

First, you should have your contact information available in all profiles online. This would include your Broker, their address, your personal website(s), a way for consumers to search for homes, a way for consumers to obtain a Free CMA, a way for them to get pre-approved for a mortgage, and any other special information you may have.

I do not recommend placing your email address anywhere that can be found online. That leads to spam, not customers.

Next, start joining real estate networking websites like Trulia and ActiveRain.com Both provide lots of free information about prospecting for customers.

Sat May 3 2008, 16:32

Thank you Sylvia. I agree floor is good and so are open houses. Marci, take every opportunity you can get to talk to and listen to people about real estate.

Sat May 3 2008, 13:26

Hi Marci:

Jed sounds like a really caring and knowledgable broker and gives out great advise.

I remember that during my new agent training, we had two top agents in the company presenting their methods of getting where they are today. One strives to be the expert of the area; and the other, strives to have name recognition. My preference .. the combination of the two. It takes time, energy and effort.

On a side note - Just want to give you an update - the benefit of going with a reputable real estate company. The new agent in my office told me she has three leads, all from being on the floor (meaning you sign up for a shift at a time and clients come in or call in about selling or buying).

One resulted in a listing appointment; two are buyers, one has already been pre-approved and she took them out to see houses; the other one is being pre-approved and she will be working with them once that's done.

Of course, her story is not normal and she is extremely, extremely lucky because this happened all in one month; but it is a proof that hard work and being with a reputable company where people will go to are very important.

By the way, our manager is very supportive and she does have a mentor from the office to guide her through all these. Knowledge and experience are not gained in one day.

Best,
Sylvia

Sat May 3 2008, 11:17

Marci,
When I started I can still remember my reaction when I got my first call and felt like a little puppy dog. I was so excited that somebody wanted me. After all the schooling, practicing for the test, company training and a decent manager I was still unprepared for the actuality.
Now that I'm a broker sales manager and am growing a start up brokerage I work with new agents to help them through the transition.
Chris' answers are very typical and if you follow all of them you will go broke quickly. You need to meet people and also get face time with the people that you already know to let them know you are in the business of helping them and all their friends and co-workers buy or sell real estate.
To appear as the professional of choice for them you need to know your market. Whatever that market is, get to know it so you can tell stories to the people you are having face time with. Make the information god and they so will repeat it to others and quote you as the source.
If you are in an area of our state that is suffering through this foreclosure crisis make yourself an expert on every aspect of you that you can imagine then formulate a different way of looking at it that others might not see. If you are in San Francisco, like me, then get to know the market, district by district, price point by price point. Tour, see every open house you can and get to know the agents, they will be your clients and co-workers in more than one transaction. See who is doing the best and copy ideas. Read Gary Keller’s book "The Millionaire Real Estate Agent" the first third of the book pertains to you right now.
My first manager is a great guy and very respected but he didn't connect with me. I still remember him telling me to "just get out of your head and go do it" That's not me and never will be me. My point is you and your manager might not be a good fit. Don't be afraid to look at other brokerages and feel free to move around if you don't get the support you feel you need. In the meantime build your expertise about your product and the process in any way you can.
Best advice I ever heard on marketing was at a Hobbs Herder two day seminar "Everything works and nothing doesn't" It means do anything that moves you forward. If you do nothing you will achieve nothing.

Sat May 3 2008, 10:33

Real Estate is tough to get into even when you know many people, it is much harder when you dont. Your brokerage should be standing behind you and helping you. You are NOT their competition you are their partner. If they are treating you as competition them maybe you should work for the competition.
Implement your ideas. Your only obstacle if you! Put together door knob bags with "What's sold in your neighborhood" information, your inofrmation, recipie cards etc... then on a nice day walk that neighborhood, knock on doors meet the people let them know you are the Real Estate pro in that area. then in 1-2 months do it again and follow up with mailings. but you have to stay consistent and they have to see your face often otherwise they will forget you, what I mean is you can not do it just once and expect results. Join a group (Rotary, Kiwanis, sponsor a little league group). Let every person you meet know that you are an aggresive, experienced Real Estate professional whether thats at your church a party whatever and be a good listener. I wish you the best

Fri May 2 2008, 13:06

Hi Rob:

I think what Marci's question brings to me and most of the others is how important a quality broker and real estate company is in jump starting a person's career. Even if we would list all the things we do to get listings, the most important thing is really building a solid ground to start with, which we can't do to train a new agent online. New agents need solid training, support and lots, lots of hard work.

Sylvia

Fri May 2 2008, 05:00

Marci,

The sad thing that I have found is that Realtors don't want to give up their "secrets" because they are afraid that they will lose business to you. The truth is, there is enough business out there for all of us.

Here are a few thoughts.

1. Call Expired listings.
2. Call FSBO's
3. Farm a geographic area
4. Farm a social group
5. Join a BNI
6. Go door to Door
7. Look for unrepresented builders and get their business
8. Advertise in a homes magazine
9. Take training from you Broker or Association
10. Ask if your company has a mentor program
11. Consider working under somebody else as a buyers agent
12. Do open houses for other Realtors
13. Take as much floor time as you can
14. Form a partnership with a lender who will feed you occasionally

There we go. A few places to start!

GO GET 'EM

Thu May 1 2008, 20:10

When I first started in real estate I had a great broker who trained her agents well, she advised me to hand out my cards to everyone, when you buy groceries, give one to the cashier, at the cash wash, leave one on the table in restaurants, you will be surprised at how many people will talk real estate to you, plus you're getting your name out there. The expireds are a good place to start also, as someone else also mentioned. I signed up with all of the REO sites that I could find. I did a lot of BPOs in the beginning (when you are a new agent you learn a lot from doing them) , now just list a lot of foreclosures. Right now they are selling when every thing else is not so I am glad that I have had the patience to deal with them.

Thu May 1 2008, 18:52

Run! Don't Walk. Go to Prudential California Realty .
Cindy Vedder

Thu May 1 2008, 18:49

Hi Marci,
My best advice as many have already told you is Talk to everyone that will listen. But most importantly you must know what your talking about in order for them to listen! Have confidence. Give your card to as many people as you can and everyday, WORK,WORK,WORK! If you wake up and have nothing to do, then look up NOD's and leave some generic info on their door. If you dont have any sales, do open house every weekend until you do. Its like a snowball effect and you have to start somewhere. I do hardly any marketing it just comes to me. But I do Talk to everyone and let them know what I do for a living. Good Luck

Thu May 1 2008, 18:18

Hi Marci,
The short answer to your question is "be real estate". When I leave the house I am what I do. I have transitioned my sales career of years into a recruiter/broker. As some of the posts reference, get trained. If you don't have scripts learn them, if your current broker doesn't teach you, perhaps they do not know them. Some managers/brokers didn't "work their way up" they just "became" manager. Just because you are in charge does NOT mean you are the best for the job. Are you at an office that has nepotism (husband is owner so wife/sibiling/child is the mgr)? Check those things out and if you really like the office then do what I did.
Tell everyone you know and even those you meet what you do (real estate)
Talk to top producers (take one to lunch, it is worth the $30)
Get out there and "Be the business" wear name tag, get names and numbers
I took the approach of dating, If I really wanted to be around someone, I made sure I was where they were and eventually I got some time with them.
Preview homes and learn your market area
Watch for expireds (Expireds are people who want to sell but didn't listen carefully the first time.)
This should get you started if you need more advice, just ask happiness@century21.com that is where I am.

Pay it forward,
Laure Yeager
Dardenne Prairie MO

Thu May 1 2008, 17:22

Heck how I obtain my listings I keep talking the talk, it is amazing how you can work a conversation, work on your neighbors, it's truly the gift of "gab"... I was in the top selling office here in Dallas for 2005 we did $750 million in closed sales .... YES that is a correct number, it's all from marketing, how you present yourself, website, I love real estate however I work it almost 24 hours a day, it does pay off.... Good luck !

Thu May 1 2008, 15:42

If your managing broker is not filling you with good ideas about how to go out there and get listings, then you're in the wrong office.

A large part of a managing broker's job is to recruit new agents, and train them in every aspect of real estate. A major aspect is how you go about generating leads, for buyers and sellers. An example might be, to send out Announcements of your new job to your "sphere of influence" (everyone that you know in the area). Let them know that you've changed careers, in an effort NOT to be a Secret Agent.

If they're not giving you those ideas, it's time to move on to the next agency/office.

Thu May 1 2008, 06:03

Hi Marci:

I don't know where and who you work for, but when I was a new agent looking for an office, my number one priority is to look for a reputable company with great training program, strong management and supporting staff.

Back track a bit - Prior to that, I got quite a few real estate book and kind of got a feel of what I am getting myself into, which helped me decide the kind of office I want to be part of.

My company has new agent trainings from both the contract stand of point and from marketing (self and property) stand of point.; and much more. My manager has weekly new agent training and she actually took us out on broker open and told us what she thinks of the properties on market.. Like you said, they want us to be successful because that's when they are successful.

I have to split my commission with them, but it's worth it. I am a great Realtor because of that and I am doing much better than a lot of other agents from other companies.

This is the kind of office you should be working for.

Now, back to your question - hard work is how you can get listing - doing open houses (for other agents if you don't have your own), go on floor call (I still do that and will do that). Get involved with community, get your name out there... all things you can do to get exposure which leads to listings....

Best,
Sylvia .

Wed Apr 30 2008, 23:08

Quoted from Denise's post : "By the way, keep me in mind for any San Diego referrals... I am happy to pay a 25% referral fee"

This is an excellent example of how to get leads for potential clients. Denise was very kind and helpful in her responce to you. Then she just ask a small request for referrals at the end of the convesation.
Do this with everyone you know and meet and you will get listings. :o)

That just struck me as I was reading this Q&A.

P.S. I also pay 25% for referrals if you know of anyone moving to the Corpus Christi area...I think we have quite a few people move from San Diego to be stationed here at the Navel air Station (NAS)
Have a great evening everyone and good luck Marci.

Wed Apr 30 2008, 16:18

Hi Marci,

It's me again... another word of advice. Consider coaching... all pros have a coach. The Mike Ferry Org has coaching and it may not be in your budget, so I wanted to recommend one more person. Check out Eric Jordan's coaching... http://www.ericjordancoaching.com/default.asp.

He offers coaching (i.e.: training) does all the work for you in finding FSBO's & Expireds in your area. About half the price of Mike Ferry.

Have fun! Feel free to call me if there is something else I can help you with.

By the way, keep me in mind for any San Diego referrals... I am happy to pay a 25% referral fee.

Denise Gleavey
Coldwell Banker
858-565-7777

Wed Apr 30 2008, 13:22

Hi Marci,

Sounds like you need some better guidance than you are getting from your broker. I don't know what part of California you are in, I am in San Diego and many agents here share what the specifically do and form mastermind groups and brainstorm and share ton of ideas.

You may want to consider finding a new office. Also look for top producing agents in your area and offer to take them to lunch and ask them to share with you what 2-3 things they would recommend for you to do to get going.

My recommendations would be to call everyone you personal know and let them know y